We can also use presuppositions and insightful language to help us work with others and achieve an outcome.
Presuppositions as Questions
When you arrive at a restaurant and are seated, the server typically does not ask “Are you thirsty?” They presuppose or assume that you have come to the restaurant because you are hungry and/or thirsty and therefore would like something to drink. The server often employs logical questions, such as “What would you like to drink?” instead of a vague inquiry like, “Would you like something to drink?” This approach provides the customer with a choice, but within the parameters set by the server. While a customer could respond with “Nothing,” they are more likely to select a beverage.
Additionally, servers might utilize leading questions, rhetorical questions, or statements to guide the customer toward a desired outcome. Here are some alternative ways the server might phrase their inquiry:
- “What can I get you from our premium selection?”
- “You might be curious about our drink specials today.”
- “Would you prefer a hot or cold beverage?”
- “A coffee would be really warming, wouldn’t it?”
This technique is effective only when used in the right context. For example, if a server were to open with, “A coffee would be really warming, wouldn’t it?” it might come off as strange, patronizing, or even offensive.
Conversely, if you were deciding between a soda and a premium cocktail, and the server mentioned, “We have a special cocktail this evening, and it’s two dollars off,” this could effectively sway you toward choosing the cocktail.
Insightful Sentences
Another way of moving others towards a desired outcome is by using language that presupposes that you know what they are thinking.
Some insightful sentence stems that you can use:
- You might be thinking…
- You’re probably wondering…
- You’re probably asking yourself…
- I can predict your next move.
- I know what you are thinking/will say.
- You will likely have an answer.
Once again, it is important to use these techniques appropriately. A sales pitch that includes the statement, “You might be wondering how this product can save you time,” isn’t terribly presumptuous. But starting a pitch with, “I can predict your next move: you will buy this product!” might irritate some of your potential clients!
Overcoming Challenges
Another effective strategy for achieving your desired outcome is to break down oppositional thinking. For instance, if you’re trying to persuade your accountant to hire additional help for the upcoming tax season and he responds with, “Those people never do anything right,” you can ask him to clarify various aspects of that statement:
- Who are “those people?” (Encourage specificity; “everyone” is not a valid answer.)
- Is “never” really accurate? If the individual in question has never prepared a proper tax return, it raises questions about their qualifications as an accountant.
- What does “right” mean? Is he referring to legal accuracy or simply his preferred method of doing things?
The objective here is to guide the person in examining their negative thinking and encourage them to consider a broader perspective, rather than being confined to a narrow viewpoint.
